Jorge Zavala Fernández
Monterrey
Summary
Senior executive with over 25 years of experience in business and sales, focused on customer satisfaction and result oriented, developing and transforming business, providing a great portfolio of enterprise business solutions to achieve sustainable and profitable growth for current and future business. Great performance in decision-making and strategic planning, motivating and leading work teams, brand positioning, P&L management within any business environment, generator of wealth and values for the company, partners, employees, customers, and society.
Experienced leader prepared to drive organizational success. Known for strategic vision, operational excellence, and effective team collaboration. Adept at navigating complex challenges and delivering impactful results. Strong communication, problem-solving, and decision-making skills. Trusted to adapt to changing needs and inspire high performance.
Overview
28
28
years of professional experience
1
1
Certification
Work History
General Director
Fratech Solutions by ARZYZ group
02.2024 - Current
- Reporting to board of directors
- Provide value to our customers through technology focusing on electronic security solutions, control access, biometrics authentication, mobile security, IoT, IA, Automation, IT infrastructure and networks
- Problem solving, relationship building, negotiating and closing deals with focus on enhancing the success of our clients with quality, efficiency and satisfaction
- Signing new contracts about 4.5M USD with new logos into the first semester
Business Development Manager
Independent
04.2023 - 02.2024
- Reporting to CEO
- Providing different fraud prevention and cybersecurity solutions, focus on empathy to customers and providing value to our customer through unique model eFraudDefense (eFD) that integrates practical use cases from brand protection, behavioral biometrics, identity theft, through some platforms as APPDOME, BIOCATCH, TELESIGN, TRU.ID, Veridas, SPLUNK, ForgeRock
- Creating and execute sales campaigns to create demand in Banking, finance services, Retail and Fintech industries
Business Development Manager
Softtek
06.2020 - 04.2023
- Reporting to VP Sales
- Providing different IT solutions as business management software, IT & Enterprise Service Management, ERP, data analysis, cybersecurity, networks and data center infrastructure to support the digitalization and automation initiatives from our customers through strategic IT business partners as SAP, Odoo, Epicor, Blue Yonder, Imperva, Fortinet and other providing schemas of SaaS or on-premises licensing
- Creating and execute field sales campaigns to create demand, develop and deliver proposals to Clevel prospects, sales demoing, prospecting, active listening, improve the relationship building with customers and partners
- Creating and execute field sales campaigns to create demand, (improve the pipeline 5X)
- Exceed quota 2022 about 52%
Sales Director North Region
Seidor México
07.2019 - 06.2020
- Reporting to VP Sales
- Responsible to provide strategical solutions to solve business process problems for our customers from diverse industries as retail, CPG, manufacture, telco, health care, banking, and finance services through confidence, committed relationship and best practices to improve their operational efficiencies and being more competitive
- Develop strong sales plans, strategies, and initiatives for the success of the region, increasing new sales revenue, growing existing business through customers retention and further market penetration
- Strategic business partner SAP and Microsoft
- Sales quota of 2.7 M USD by year
- Create pipeline for 'new logos' at first half about 9M USD and 100% retention of installed base
- Open new markets through strategic alliances letting us to improve the gross margin by 20%
Sr. Regional Account Manager
Neoris
01.2019 - 07.2019
- Reporting to BU Director
- Formulate and execute a sales strategy, decide and execute priority actions, teamwork, selling cloud solutions, big data & analytics, e-commerce, ERP, CRM, test and development factory services, IoT, RPA and cybersecurity
- Improve the relationship and define strategies to go to market with different vendors as SAP, Microsoft, Oracle, AWS, AZURE, Salesforce, Cloudera, Tableau, Microstrategy, Qlik view, UiPath, and others
- Define a B2B strategy to maintain customer satisfaction and drive customer references and case studies
- Sales quota of 2.5 M USD by year
- Signing new projects at the first quarter by 1 M USD at FEMSA Comercio
- Renewal 100% all customer contracts (organic growth about +30%)
Regional Key Account Manager
Xerox Mexicana
07.2017 - 01.2019
- Reporting to Sales Director
- Provide complete and appropriate solutions to boost revenue growth and profitability
- Manage the complete end to end sales-cycles, often presenting our solutions as Managed Print Services (MPS), digital and document management, printing personalization, and automation workflows to C-level executives
- Help our customers to reach their business goals
- Work collaboratively with all staffing to drive success of the company's goals and objectives through achieving individual sales quotas of 3M USD by year
- Main partnership Nuance, Bizagi, PaperCut
- Converting a proof of concept into 7M USD business at education industry (nationwide installation)
- Quota overachievement by 130% at first year
Client Technical Sales Specialist and Channel Manager
Lenovo Mexico
01.2016 - 07.2017
- Report directly to Sales Director
- Promote and sale the enterprise business group portfolio as servers, storage, networking, services, and solution integrated as SAP Hana, hyper converged and cloud
- Focus on branded, small, and medium business accounts for north region of Mexico
- Worked to develop vendors to have access to a better cost as well as a benefit in logistics and time to market
- Passion for technology and leadership
- Sales quote of 3 M USD by year
- I managed to consolidate the 'Top 5 Business Partners' in the first quarter
- More than 250 visitors to our plant in Apodaca Nuevo León in one year, reducing the life cycle sale process in 20%
Client Service Manager
Cisco Systems México
11.2012 - 09.2015
- Report directly to BU Director
- Promote the advance services portfolio of Cisco as networks architecture design (HLD & LLD), migration services, quality assurance, support and maintenance contract carrier class, training, vulnerability security assessment, GGSN, ACS & IPVI consultant services, provide different kind of solutions B2B, such communications and networks, collaboration, telepresence, cybersecurity and operations support systems
- Sales quote about 14M USD by year
- Exceeding sales quota about 94% first year
- Carrier Class contract renewal year by year (8M USD) (cisco PRIME OSS)
Sales Director
TI-M
04.2009 - 10.2012
- Report directly to CEO
- Highly oriented towards achieving goals and objectives by motivating and leading work teams to achieve the best results
- Define and analyze business strategies and business plan focused on development and implementation of innovative software solutions designed to improve the productivity of organizations, manage the P&L
- Providing software and services about ERP, CRM and MS developing tools
- Achieve growth and hit sales targets by successfully managing the sales and marketing team
- Get the award of Supplier of the Year from Microsoft in the public sector through citizen service solution
- Expansion new markets to Guadalajara, Querétaro, and Veracruz states achieving a growth in sales of 35% vs previous year
Sales Manager
MicroStrategy
10.2006 - 03.2009
- Report directly to VP Sales Americas
- Provide Business Intelligence Solutions (SaaS and on-premises), define and analyze business strategies, business plan focused on consulting, education, and technical support to retail, educational, service provider and manufacture industries
- Develop a strategy to recover and keep customers, managing customer satisfaction
Sales Director North Region
Global Consulting Professionals (GCP Global)
06.2005 - 10.2006
- Report directly to CEO
- Identify business opportunities and define cybersecurity strategies to provide confidence, integrity, and availability for all data information, monitoring and manage the performance of operational and commercial team, manage the P&L of the business
- Propose methodologies and best practices about cybersecurity, such as ISO-27001, OSSTMM, ITIL, and COBIT
Sales Director
Grupo Scanda
04.1997 - 05.2005
- Report directly to CEO
- Providing IT infrastructure, cybersecurity, managed systems, CRM
- Managed the P&L of the business, leadership the staff motivated to achieve the best results for the team and customers, get alliances with Check Point, Symantec, CISCO, McAfee, Comm Vault Systems, Tivoli, HP, EMC, BMC and other´s partners
Education
Master's - education
TecMilenio University
Monterrey, N.L.01.2009
Cybernetic and Computer Systems Engineer -
La Salle University
México, D.F.01.1993
Skills
- Consultative & corporative sales
- Customer satisfaction oriented
- Prospect & close new deals
- Generate and develop new business
- Develop Value Added Reseller
- Leading operations and sales teams
- Enterprise Cloud Solutions
- Manage P&L and sales cycle
- Built sales strategies and Go to Market
- Team leadership
Certification
- Adizes Methodology
- BS- 7799 ISMS Auditor
- OPSA
- ITIL
- Solution Selling
- Design Thinking
- SaaS
- B2B
- B2C
Affiliations
Toastmaster International, Club Softtek Monterrey, secretary, 2022-2023
Languages
Advanced English
Timeline
General Director
Fratech Solutions by ARZYZ group
02.2024 - Current
Business Development Manager
Independent
04.2023 - 02.2024
Business Development Manager
Softtek
06.2020 - 04.2023
Sales Director North Region
Seidor México
07.2019 - 06.2020
Sr. Regional Account Manager
Neoris
01.2019 - 07.2019
Regional Key Account Manager
Xerox Mexicana
07.2017 - 01.2019
Client Technical Sales Specialist and Channel Manager
Lenovo Mexico
01.2016 - 07.2017
Client Service Manager
Cisco Systems México
11.2012 - 09.2015
Sales Director
TI-M
04.2009 - 10.2012
Sales Manager
MicroStrategy
10.2006 - 03.2009
Sales Director North Region
Global Consulting Professionals (GCP Global)
06.2005 - 10.2006
Sales Director
Grupo Scanda
04.1997 - 05.2005
Cybernetic and Computer Systems Engineer -
La Salle University
Master's - education
TecMilenio University
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